July 29, 2009

Customers and prospects will act not-interested, keep information close to the vest, play coy or surprised, overplay comparisons, and prefer to be "just looking" unless you know how to get them to reveal the truth.

July 20, 2009

Statistics show that more than 75% of sales calls end without the sales person asking for commitment. Believe it or not most customers buy rather than sales people asking for the order.

Now commitment doesn’t mean only asking for the order. It is much broader than that. Commitment can be for the next meeting, the prospects support, and/or getting back to you within a certain time, etc. Commitment is the essence of moving the sale forward.Conversely, refusal to give commitment is the biggest signal that the sale is in distress. Yet, asking for commitment is a rarity.

July 14, 2009

Large accounts are cash cows for any business. We all wish we had more. We all go crazy if we lose one. However, large accounts require the most powerful selling skills –getting-to and selling profit center leaders and their staffs. A large account is not only a place for lots of sales, it is the place where you're considered preferred. Preferred status carries with it, all types of financial advantages -- faster sales, better pricing, competitive advantage, no bidding, and more.

July 07, 2009

Managing the lead generation / prospecting process for sales people requires special attention from the sales manager. Here are some tips for the active marketing phase of prospecting for high quality leads with C-level executives.